Customer Response
2 Sure-Fire Methods Proven To Convert More Customers
3 "No Sweat" Tactics That Ban Customer Buying Objections
3 Perfectly Effective Ways to Lose Customers
3 Proven Methods For Turning Away Customers and Losing Money
10 Easy Ways To Keep Your Customers Coming Back - And Spending Money With You Forever!
2 Sure-Fire Methods Proven To Convert More Customers
If you're a marketer your number one concern is customers. You've probably read and heard a million and one ideas about how to build relationships, retain customers, create a list of potential customers and inspire consumer loyalty but the tough question is, "How do I convert prospects into customers?"
There are a lot of people out there who see your ads, think about them and maybe even say, "I ought to..." They're just waiting to be convinced to do something about it. There is something you can do to get them moving!
1. Improve Your Offer: No one can pass up the deal that's "too good to resist." Think about it... how often do your customers want your product but just want something else a little more? That leaves you with a long list of "almost sales" that have the potential to be converted into real sales and profit. Sweeten the deal. Make the offer so good they can't resist it.
Now, I'm in no way suggesting that you drop your prices to sweeten the deal. You can just as easily load it up with bonuses to increase the perceived value without cutting away at your profit. Bonuses motivate sales, maybe even more than cut prices. Don't let them procrastinate. Yes, get them into the store pronto with a deadline. They may have to put a competitors purchase on hold to get your deal but hey... what's wrong with that?
2. Follow Up: How would you like to increase your sales by more than 50 percent? Yes, it sounds good! There's really a very simple tactic that you can implement... 'follow ups'. Chances are, prospective customers aren't going to buy your product the first time they see or hear about it. Maybe it'll be the third or fourth but they have to hear from you that third or fourth time before they actually become a customer. Do you have a follow up system in place?
Simply contact the "almost customer" every month with a new offer or give them more information about the product they are showing an interest in. It doesn't have to be an intricate process. Keeping the contact there goes a long way toward building trust... the key to finding life-long customers. Internet Marketers experience a high number of customers who browse their site, then click away. You can't follow up without some form of contact information. A great way to gather the info you need is to offer a free ebook or informative report that consumers will find of interest. Once they've given you the information to email them the product, you have what you need to keep in contact and work on converting them into loyal customers. Personalise as much as possible. If you can get the firstname of your customer... great! Personalised messages have greater appeal than "addressed to occupant" messages.
One of the easiest ways to keep in contact with your visitors and potential customers, is to use an autoresponder. One of the best tools on the market is GetResponse and you can try it FREE. To read more about autoresponders, please click on the link below:
Useful Tool: GetResponse
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3 "No Sweat" Tactics That Ban Customer Buying Objections
There are a lot of excuses floating around about why people don't buy. Maybe you've heard some of them:
It's too expensive, it's not at the top of my "must have" list right now or even when a deals too good to be true... it's too good to be true.
Customer objections are more easily overcome than you might imagine. Let's take a look at 3 simple ways to wipe out those objections.
1. It's Too Expensive: Don't be fooled! Most of your customers can get the money to buy the product... it's not a matter of having enough. Let's face it... what they are really saying is that they can get a better deal somewhere else or a deal that gives them better value for their money.
Now, don't give in to the temptation to drop your prices to "rock bottom," just because you hear them say it's too expensive. There are ways to wipe out these objections without wiping out your profits!
Make it look like a better deal. I mean, take a really good look at your product. How can you increase the perceived value? Maybe you can add a manual, a CD or a downloadable book full of information about the product. Let them think they are getting more for their money and the deal seems a lot sweeter to them.
Think about this... we all expect to pay more when we visit a specialist. Sure, a supermarket or department store is great if we are looking for a generic product but when we want something from someone who knows what they are talking about, we head for a market "specialist"... and expect to pay a little more as part of the deal.
How can you become a specialist who demands respect and can get away with slightly higher prices? Find niches within your market to address. Hey, if you look closely, you'll discover groups within your market that stand out... businesses, men and women, young mothers, retirees, etc.
"Dig in, do a little research and figure out exactly how your product relates to the special needs of these niche groups.
"Speak to them as someone in the know. Revise your sales materials to address the specific needs of each group. Let them know you understand what they want and need, then watch your profits skyrocket.
2. I Have More Important Things To Get Right Now: Yes, buying now doesn't seem too important until... the deal is too sweet to pass up and you have to get it today to get the deal.
What I'm talking about is banning the option of procrastination. Really what your customer is saying is ... I have no reason to buy today. Make the deal irresistible and put a deadline on it. It will spur them into making the purchase a priority, NOW.
3. I'm Sceptical... It's Too Good To Be True: Most customers have been burnt by deals that seem too good to be true... they ended up costing more than they were worth. The only way you'll ever overcome the scepticism is to build a relationship of trust. Unconditional money back guarantees eliminate the risk of loss and show the customer that you are truly concerned with their satisfaction.
Let testimonials speak for you. Evidence that you've delivered and gained customer satisfaction in the past goes a long way towards banning customer fears. Be available. Customers feel like everything is okay if they can pick up the phone or send an email and get quick answers to their questions. It really doesn't take a lot of rocket science to get through the shell of hard core customers. These 3 tips will get you off to a good start.
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3 Perfectly Effective Ways To Lose Customers
1. Let Them Procrastinate: Yes, procrastination has stolen millions of pounds from the pockets of business men and women just like yourself. The longer it works on the customer, the less likely they will be to open their wallet/purse and hand over the money they've been hording.
Here's how it works…
First: The customer leaves your store without making the purchase.
Second: Time causes the desire for the product to fade and distracts them from making their way back.
Finally: Your "almost customer" totally forgets about making the purchase and you can kiss potential profits good-bye.
Don't let it happen to you! Make deals so irresistible they just can't say no and set an expiration date on your offer. Yes, put a little press on them to buy TODAY! Reward them for complying and make sure they forfeit the deal if they don't. Don't be victimised by "almost sales" that could be turned into REAL profits!
2. Stay Off The Top Of Their Priority List: Hey, sometimes we need to be reminded of exactly what is and what isn't important in life. Where we spend our money indicates its level of importance. Are your customers telling you that your product isn't significant to them? Put them where you want them to be with a dramatic word picture that evokes the emotions that drive purchases. Let me say it this way… If you're trying to sell them a home business… let them feel the freedom of being their own boss and setting their own schedule.
Are you selling water skis? Get them on the water in the hot summer sun with the wind blowing their hair and water spraying around them. Let them FEEL the importance of the decision. You CAN motivate buyers to put a high priority on your product!
3. Don't Build Trust: Do your customers feel confident that your company will provide the services that it says it will? How many times have you raised an eyebrow at an offer that makes big promises? Yes, if you don't already know they are a reputable company, you're likely to take any claims with a pinch of salt. Unconditional guarantees give credence to your desire to please customers. Testimonials are evidence that you have a proven track record. Put some facts in front of your "almost customers." Let them know a little bit about you and your staff. It's always easier to trust a person, than a business. Internet customers are at especially high risks for feeling a legitimate amount of distrust. After all, anyone can make grand claims but who is responsible for upholding them? A personal photo, a little information and a phone number where a contact can be reached go a long way towards building trust on the Web. How many "almost customers" have slipped through your fingers? You can effectively turn them into loyal customers who regularly frequent your place of business with the business savvy insights we've talked about in this article.
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3 Proven Methods For Turning Away Customers And Losing Money
Are you your own worst marketing enemy? Hey, I'm sure you wouldn't intentionally turn customers away... but we all make mistakes. In the following article you'll find some tried and true ways to lose sales and kiss your profits goodbye!
1. Distract Them: You know what I'm talking about. You've been to Web pages where there were a TON of clickable links. You start clicking away, get 10 screens open... and yes, you forget which is the original web site and why the heck you were there in the first place! This one is especially true for Internet Marketers. Let me ask you... how many clickable links are on your Web page? Don't send your customers to other places before you've made a sale or at least managed to get their contact details using an Opt-In list . Once a prospect heads out for greener pastures, they'll probably never find their way back.
2. Give Them An Unpleasant Surprise: You've probably made a purchase, got set to write the cheque or use your Visa/Debit card and discovered extra fees that you weren't counting on paying. No one even mentioned them until you were sitting there with pen or card in hand. Maybe it was that holiday package you've been dreaming about for a while. You're left with a choice... grin and bear it or walk off without the holiday. Nothing leaves a bad taste in a customer's mouth like last minute add ons to the price they pay. Yes, sometimes they go ahead with the purchase but more often than not, through principle, they choose not to. If the customer does make the purchase, next time, they'll think twice before they trust you to give them the real scoop on the price... if they ever return! Be up front! Are you planning to charge shipping? Don't wait until they've already made the purchase. Let them know right up front. When they already know it's part of the deal, they won't have a problem with the fees.
3. Confuse Them: Eenie meenie minie moe... Have you ever been there... which item is the better buy and the right one for you? It could be that you walked out without making up your mind, thinking you'd return later but now for the biggie...Did you make it back? Customers who leave without making the purchase are at high risk for changing their minds about making the purchase at all. That's why, it's important to keep the decision as simple as possible. Make it a "yes" or "no" choice and you've effectively guaranteed they walk out with the item in a bag. The marketing place is competitive enough without making things tough on the customer. These three keys to sending customers away, are keys you'll want to watch out for. Don't make the mistake of wiping out your own profits.
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10 Easy Ways To Keep Your Customers Coming Back - And Spending Money With You Forever!
You want customer loyalty in your business. You want repeat business. How about making your customers into valued friends? Showing concern and empathy for their situation. The more your able to treat your customers as friends, the more business they will want to do with you. You'll watch your profits soar. Let's go through 10 ways you can keep your customers coming back to you, time and time again and you will no doubt make "friends" in the process.
1. Send Birthday Cards: Do you like to be remembered on your birthday? How about doing something really easy and sending birthday cards to your customers. Could you send a little gift with it? What about a "special offer" coupon? Free tickets to an event.
Dear....There's something REALLY special happening this month on the 17th. It's your Birthday!! We wanted to be one of the first to wish you a HAPPY BIRTHDAY. From the _______ at XYZ Company we wish you a Happy Birthday and would like to offer you this special gift we've been saving for this special occasion.
2. Make "How's thing's going" Calls Regularly: Put aside a little time to call your customers every now and again for no other reason than saying " Hi ______, I just called to see how things are going?" Have you ever called your customers to do that? Watch your customers appreciate you thinking of them. It makes them feel that you do care. If you want to have more business, do this regularly.
3. Send Out Small A Box Of Chocolates Or Sweets: Could you include a bag of jelly beans or a small box of chocolates, with a handwritten note on your next sale, saying, " I thought you may like these, they are my favourites." Or a note saying "Here's something for you to enjoy" Watch their eyes light up.
4. Send Unexpected Gifts: If you find or write an article, audiotape, ebook on a topic or anything specific customers might be interested in, send it with a note saying " I thought you'd enjoy this. I just finished reading/watching it and there are some interesting ideas here. Also, if you educate your customers, they will send you more business.
5. Send Holiday Cards: What about sending a Holiday Card that is different than all the "others" your customers are getting? Make it UNIQUE.
6. Send Thank You Notes: Send 'Thank You' notes for everything. Even when they pay their bills on time. What about thanking them for referring business, coming to see you. Whatever you want more of, reward. It works! Send a little note saying, "Hi _______, Thank You for paying your account/bill/invoice so promptly"
7. Make 'Thank You' Calls: Now, you should start making 'Thank You' calls, A variation from the letters. Saying, "Hi ________, Just wanted to say Thank You for referring Mr. Smith to XYZ Co."
8. Give Your Customers Recognition: Can you put photo's of your customers in your business. How about a photo and a testimonial. They'll be flattered and your business will increase. People love recognition.
9.Give Your Customer Awards: Yes, you read that right. Have customers of the month. Send them an award certificate or even plaque.
Dear _______, Just the other day I was going through my records and I realised that you are one of the top (10,20,50,) customers. We really appreciate your business. That's why I want to send you this "Top Customer Certificate" that is enclosed. XYZ Company looks forward to seeing you soon.
10. Hold Seminars, Breakfasts, Lunches: If you want to give recognition to your customers and stay in touch, have monthly or quarterly functions for your customers. Have a speaker and an interesting topic.
Dear _______, I would like to invite you to our "Special Customers" lunch. It will be held at ______ on ______. It's FREE, It's our way of saying Thank You. etc...